Coolbuy.com’s Cool Business Model: Marketing Research Design Conundrum

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This caselet introduces the participants to the importance and process of formulating a Marketing Research Design. CoolBuy is an online market place player catering to the requirements of students living in hostels/apartments, with four product offerings. Coolbuy.com, with its unique business model, clocked in good revenues through the first 3 quarters after the website went live on April 26th 2014. The fourth quarter's sales fell considerably setting on the alarm bells in CoolBuy's business camp. Satish Kaul, the Founder-CEO of CoolBuy, took advice from his faculty-mentor and was looking forward to a detailed Marketing Research Design that can probably provide insights into the reasons for the decreased sales and offer appropriate suggestions to increase the sales from the first quarter of 2015.

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This caselet's purpose is to introduce the participants/students to the concepts of Isoquants (the Production Function), Returns to Scale/Law of Variable Proportions and Economies and Diseconomies of Scale, through the workforce productivity dilemma faced by RK Constructions (RKC). RKC, an upcoming construction company based out of Hyderabad (India) enlisted the services of skilled migrant workers to tide over the shortage of workforce and to bolster the productivity as several industry experts suggested to Ravi Kumar (Ravi), Founder and CEO of RKC. However, Ravi is grappled with a new problem arising out of engaging the migrant workers...

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The case study details the situation faced by Emerging Market Projects Department of Robert Bosch Engineering and Business Solutions India (RBEI), India in January 2014. RBEI, one of the Bosch group's subsidiaries in India, was established in 1998 at Bangalore, India. In 2004, RBEI had been tasked with designing and engineering mechatronic automotive products tailored specifically to meet the needs of emerging economies. Operations were integrated with two other Bosch entities, one which manufactured its engineered products and another unit which was in charge of regional coordination and external sales of the product. An important dimension of this success was their dedication to the process of innovative frugal engineering. Their ability to drive out the unnecessary costs and engineer robust and quality products to fit the unique demands of the emerging economies was significant to the needs of the entire automotive value chain. RBEI, had realised that the 'low lying fruit' of frugal engineering had been successfully harvested. To further maintain a commitment to driving down costs, there was a need for new external and internal market based solutions. The question was whether RBEI management was ready for such steps....

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This case study introduces the participants/students to the concept and importance of choosing brand elements to build brand equity. Brand elements - name, logo, color, imagery, tagline, jingles and packaging - go a long way in building a brand's equity. Amul's umbrella brand, which is operational since 1967, offers interesting insights into the importance of choosing brand elements. While there are definite criteria for choosing brand elements - Memorability, Meaningfulness, Likability, Transferability, Adaptability and Protectability - How has Amul's brand been soaring on these criteria? What lessons do Amul's tactics for its brand elements offer for building sustainable and thriving brand equity? While Amul's 'utterly, butterly, delicious' girl became the country's darling, does its brand performance also reflect the brand's acceptance?

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Technology in the last decade has evolved exponentially with the mobile phone probably being the leader. India has the world's second highest penetration of mobile connections with 73.9 connections per 100 citizens. That is a startling statistic considering that the penetration of toilets in rural India is only 30.7%. For instance, one may believe that the people at the Bottom of the Pyramid (BoP) prefer mobiles to sanitation. However, given that a mobile is the way that the world communicates today, it is no longer a luxury but a necessity.

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The caselet intends to introduce the participants/students to the concept and importance of measurement and scaling in carrying out a marketing research project. In February 2015, Arun Prasad (Arun), a BBM (Bachelor of Business Management) graduate with distinction started an experiential and customer-centric bakery, Chennai Bakers, in Nungambakkam, Chennai. Based on his award-winning business plan and with encouragement from his Professor, friends and family, Arun had established Chennai Bakers' dealing in cakes, pastries, sandwiches, cookies, fruit juices and hot beverages like coffee and tea. For the first few months, the sales were very promising. However, the last two months' (July and August 2015) suddenly sales were plummeting at Chennai Bakers. A good friend, Raghu Ram, advised him to prepare a questionnaire to collect customer feedback. Arun prepared a questionnaire containing just six questions. After having collected the feedback from select customers, Arun was not sure how to process the data to arrive at appropriate conclusions. When Arun met Professor Francis Xavier (Prof. Xavier) and shared his dilemma, he stated categorically that the measurements and scales were not apt and the feedback exercise must be implemented all over again with appropriate measurements and scales. However, Arun required Prof. Xavier’s help in this regard, to achieve apposite conclusions.

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This case flyer is meant for understanding the concepts of Movements and Shifts in Demand and Supply curves. In the base article1, the four disruptive forces outlined, based on the book No Ordinary Disruption2 by the directors of the McKinsey Global Institute, point a major shift in the world economy by 2030. While the four disruptive forces - the age of urbanization, accelerating technological changes, challenges of an aging world, and greater global connections - may seem over simplified, they offer enormous business opportunities and challenges. While the business opportunities would influence the demand and supply curves of variety of goods, commodities and services, an endeavor has to be made to look through whether some of these seismic changes would end up 'shifting' or 'moving along' the curves. How to interpret the influence of these four disruptive forces to translate the same into demand and supply related actionable items?

Four Disruptive Forces: Movements and Shifts in Demand and Supply Curves

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This case flyer and the accompanying article1 can be used to introduce the participants/students to the concepts of Law of Demand, Law of Supply and the elusive equilibrium between demand and supply. Presented through an intriguing, yet quite prevalent phenomenon, this case flyer debates on the high price differentials for a Hepatitis-C drug, Sovaldi. Produced by Gilead, while Sovaldi is sold at $84,000 for a 12-week treatment in the US, the same drug is available at $1000 in India. Mylan Pharmaceuticals - one of the five Indian generic drug manufacturers allowed to manufacture and distribute Sovaldi in India - makes it available at $1000. Enamored with huge price differentials, customers like Greg Jefferys from Australia, travel all the way to India for treatment. All at a total cost of $3000 which includes travel, boarding and lodging during the treatment. What explains this spiraling price differential? How can there ever be equilibrium between demand for and supply of Sovaldi? Can there be an equilibrium market clearance price?

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This caselet is meant to understand three types of elasticity of demand - Price, Income and Cross Elasticity of Demand. Presented through a management trainee, Anita's first three months at her new job, this caselet presents several of her elasticity-related experiences. While her residence selection explains the price elasticity of demand, her changed brand preferences reflect the income elasticity of demand and her decision to purchase a two-wheeler highlights the cross elasticity of demand. Each of these episodes can be used to discuss and debate on the concept and contours of each of the three types of elasticity of demand. While each of the three types of elasticity of demand has sub-types, this caselet can also be used to examine the revenue relationships based on the elasticity type.

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This case frame is meant to introduce the participants/students to the basic building blocks of Brand Management. With very carefully chosen and relevant pictures/advertisements which indicate Hidesign brand's meteoric rise in building a premium leather brand, this case frame attempts to lay out all the critical elements of building a sustainable brand. The accompanying pictures, based on the idea of less is more, enable the participants/students to connect the dots between the four building blocks of strategic brand management process: (a) Identifying and establishing brand positioning; (b) Planning and implementing brand marketing programs; (c) Measuring and interpreting brand performance and (d) Growing and sustaining brand equity. As this case frame is meant to be positioned as an inaugural case in Brand Management course, a clinical analysis of the pictures provides an overview of all the critical elements of brand management.

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This case study is meant to introduce the participants/students to the subject matter and scope of Marketing Research as a discipline. Positioned to be the inaugural case in Marketing Research course, this case study enables an exposure to the richness of rigor and deep interconnections vis-à-vis the business decisions landscape. This case study, through the dilemma of Newton Advertising and Consulting Pvt. Ltd. (NAC), outlines the broad contours of Marketing Research subject. When approached by a B2B textile manufacturer Smartwear to undertake a Marketing Research for its newly planned ethnic wear for men, NAC was in a dilemma whether to undertake the assignment or not. John Mathews, Strategy Director, NAC, was not sure what would the Marketing Research business practice entail. Atul Jain, a marketing research enthusiast, provides him with a broad marketing research canvas. John was not convinced with Atul's reurging to take up Smartwear's marketing research assignment, let alone marketing research as a Business Practice.

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This case frame introduces the participants/students to different Marketing Programs designed to build Brand Equity. Based on BMW India's advertisement1, this case frame elaborates on four key elements of Designing Effective Marketing Programs - New Perspectives on Marketing, Product Strategy, Pricing Strategy and Channel Strategy - to build Brand Equity. The advertisement would have passed off as a mere announcement but what does a clinical analysis of the chosen advertisement highlight about BMW India's marketing programs? While BMW had been operating in India since 2006, BMW started manufacturing in Chennai, India in June 2015. The case frame also focusses on how BMW, building on its illustrious legacy, had been building its brand equity in India with its marketing programs.

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TinyTech's story is about creating an affordable ecosystem making a difference to the people at the Bottom of the Pyramid applying the Gandhian philosophy. TinyTech Plants was established in 1982 by Veljibhai Desai, a mechanical engineer and a law graduate. The motive behind starting TinyTech was to develop and manufacture affordable rural machineries. Desai a fervent Gandhian, imbibed Gandhian ideology on industrialization in the conduct of his day-to-day business. Today, TinyTech is engaged in manufacture, export and supply of a wide range of affordable agricultural process equipment. Another firm associated with TinyTech is Aadhunik Global Energy, established in 2002, basically engaged in manufacture and development of low-cost renewable energy technologies. The annual turnover of TinyTech in 2013-2014 was ₹4 crore (including the export business of Aadhunik Global Energy).

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Rural Relations is a case study on Social Entrepreneurship with the twin objectives of creating social impact and being sustainable by being profitable. Pradeep Lokhande (Pradeep) demonstrates the importance of innovating along the way in the face of challenges in setting up field operations in rural India. Pradeep undertook a journey for his organization covering 40,000 villages of which he personally visited 4000. He tried to understand rural India's administrative methodologies, markets and the bazaar-haat systems and the education system. In his journey, he established direct contact with opinion makers in villages and started recording details of the local economy. In 1996, he acquired his first customers, Tata Tea and Parle, to delve into the data that he had collected. Since then there has been no turning back.

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This caselet can be used to discuss whether the HR departments have extended responsibility of arresting the practice of child labor. In India, 4.5 million children (according to 2011 census) were reportedly employed but the unreported numbers are mindboggling. While many government and non-governmental organizations were working towards the eradication of this social malice, corruption among the enforcement authorities, illiteracy of the parents, poverty, adult unemployment, and many other factors kept the practice of child labor prevalent in the country. Can Indian companies and their HR departments play a proactive role to abate the prevalence and occurrence of child labor?

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This Case Flyer and the accompanying article1 enable a discussion on the nuances of job interviews. The Case Flyer helps understand the purpose of a job interview and also the process of the same with certain pertinent questions. It triggers a debate whether an individual is hired only for his/her skills or knowledge or for other soft attributes such as attitude. Broadly, it focuses on the necessity of a job interview and the ways to conduct an effective job interview. It helps identify the ways in which information about a candidate can be gathered during an interview even without asking objectionable questions such as those related to age, religion, marital status, etc. This case flyer can be suitably used to teach the concept of interviewing candidates.

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This case flyer, based on the accompanying article published in The Economic Times1, is meant to introduce the participants/students to the concept of Cross-Cultural Consumer Behavior. With the underlying concepts of Country of Origin, Country of Design, Country of Manufacture and acculturation, this case flyer presents how some of the Chinese global mobile brands (Xiaomi, Gionee, OPPO Mobile and Lenovo) have carved a niche for themselves in the Indian market with their focused and differentiated strategies. Most importantly, how could these late entrants prompt Indian consumers' acculturation giving them heads-up in the market? Since all these Chinese mobile brands carry the baggage of "Made in China-Sold in India", how did they overcome the incumbency threat in the Indian market?

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Fifth in a series of six caselets on Pay for Performance and Financial Incentives, this caselet is meant to understand the importance of organization-wide incentive plans. Siddarth Ray (Ray) established Ray Tech Pvt. Ltd. (Ray Tech) in January 2011. The company designed a software for doctors and clinics to store, access (from anywhere) and share healthcare records with other doctors. The company also launched a website through which patients can search for doctors and book appointments. However, the company’s projects were getting delayed on a regular basis. The management found lack of cooperation and coordination between the technical team and the marketing team. In order to motivate the two teams to work in sync with each other, Ray Tech’s management decided to go for an organization-wide incentive plan using the Scanlon Benefit Sharing Formula.

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Coolbuy.com’s Cool Business Model: Marketing Research Design Conundrum

1. COOLBUY.COM’S COOL BUSINESS MODEL: MARKETING RESEARCH DESIGN CONUNDRUM This caselet introduces the participants to the importance and process of formulating a Marketing Research Design. CoolBuy is an online market place player catering to the requirements of students living in hostels/apartments, with four product offerings. Coolbuy.com, with its unique business model, clocked in good revenues through the first 3 quarters after the website went live on April 26th 2014.The fourth quarter’s sales fell considerably setting on the alarm bells in CoolBuy’s business camp. Satish Kaul, the Founder-CEO of CoolBuy, took advice from his faculty-mentor and was looking forward to a detailed Marketing Research Design that can probably provide insights into the reasons for the decreased sales and offer appropriate suggestions to increase the sales from the first quarter of 2015. Pedagogical Objectives • To understand the importance of and differences between Exploratory and Conclusive Research and debate on which of these two would be the most appropriate research to be undertaken for CoolBuy’s Marketing Research Problem • To learn how Budgeting and Scheduling for a Marketing Research Design project can be carried out • To have an overview of Marketing research Proposal’s contents and examine the ways to prepare the same for CoolBuy’s Marketing Research Design project Case Positioning and Setting This caselet can be used in: • MBA Program – Marketing Research Course –To introduce the participants/students to the concept of Marketing Research Design and the types of Research Design (Exploratory and Conclusive). • MDPs/EDPs –To familiarize the participants with the importance of Research Design ABSTRACT © www.etcases.com

Coolbuy.com’s Cool Business Model: Marketing Research Design Conundrum

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